Protect Your Clients, Protect YourselfOct 1, 2006By Janet Arrowood Reps say their clients don't want insurance but their clients say they do. If you want to hold onto these clients, you might want to consider their insurance needs more carefully... The Mindset of a RainmakerJul 1, 2006By Matt Oechsli Advisors need to be fearless if they want to sign up affluent clients... Strategic IntentJun 1, 2006By Matt Oechsli Rainmaking demands that you approach every activity with your 'serious money' antenna out. Pick up oppurtunities you are prepared to capitalize on.... Making It PersonalApr 1, 2006By Matt Oechsli At our last branch meeting, our manager took us all to the woodshed, complained Sal, a broker from Houston. It was over the complaints we were getting... The Full MontyFeb 1, 2006By Matt Oechsli A Chicago financial advisor recently lamented to me: I feel like we're offering a complete array of wealth-management products and services, but we aren't... Developing Your Business ModeJan 1, 2006By Matt Oechsli The financial advisory world is in flux, and there's no doubt that you are fully aware of changes in the business. But with all the white noise from regulators,... Successful Prospecting HabitsNov 1, 2005By Matt Oechsli If your pipeline is full of affluent prospects, you can skip this month's column. If, however, you could use more affluent prospects and new affluent... Seven Steps to a Highly Successful PracticeOct 1, 2005By Matt Oechsli We are all familiar with Murphy's Law: A satirical proposition stating that if there is a possibility for something to go wrong, it will go wrong. But... Meet Your Greatest Sales ToolSep 1, 2005By Matt Oechsli It would seem like a nice problem to have too many clients. Unfortunately many reps have too many of the wrong type of clients. It doesn't have to be... Eight Qualities of High AchieversAug 1, 2005By Matt Oechsli The industry's focus on high-net-worth clients has been a boon to many advisors, but the high energy focus required to succeed in the high-net-worth game... The Power of DreamsJul 1, 2005By Matt Oechsli Dreams are an important part of any successful advisory business. Indeed, they represent perhaps the purest form of aspiration. But there's a reason that... The 12 Steps to SuccessJun 1, 2005By Matt Oechsli The term 12-step process is all but synonymous with substance-abuse recovery, but it's also easily applied to other undesirable behavior: poor salesmanship.... Starting at the EndMay 1, 2005By Paul Bouchey When registered reps set about advising clients on where to put their money, they usually focus on risk tolerance. A conservative-minded client, for instance,... Image Isn't Everything...But It Does Matter in the Financial Advisory GameMay 1, 2005By Matt Oechsli Advisors of a certain age might remember an old Heineken beer ad campaign based around this phrase: Just being the best is enough. The idea, of course,... Appearances MatterApr 1, 2005By Matt Oechsli Wealthy clients weigh a lot of factors when choosing a financial advisor cost of services is one of them, but it is far from the most important. Indeed,... A Recipe for FailureMar 1, 2005By Matt Oechsli Much has been written in this space about how to attract, service and retain affluent clients, but there has been precious little about what actions to... What Color Are Your Glasses?Feb 1, 2005by Matt Oechsli Creating a constructive outlook for the coming year. William Blake once wrote, If the doors of perception were cleansed everything would appear to man... Your Year of the AffluentJan 1, 2005by Matt Oechsli The coming year will bring forth unprecedented opportunities to attract wealthy clients. In 2005, an estimated 17.4 million U.S. households will have... The Thrill of the ChaseDec 1, 2004By Matt Oechsli Anyone who has ever let household chores get the better of him is well-acquainted with the most significant obstacle facing wannabe high-net-worth advisors:... The Power of PositioningNov 1, 2004by Matt Oechsli Playing out of position is something that rarely works out long term it's true in sports and it's true for financial advisory teams. Pressing a baseball... Sell YourselfSep 1, 2004By Brian O'Connell There's an old saw in business that says the success of a company depends not on size but on filling a void in the marketplace. A small 24-hour convenience... The Myth of ReluctanceSep 1, 2004By Matt Oechsli Wealthy people and good poker players have at least one thing in common: The habit of holding cards close to their vests. At least that's what a wirehouse... At Play on the Fields of the RichAug 1, 2004By Matt Oechsli If selling to the affluent were a sport, every day would be game day. For better or worse, in investment sales, there is no practice field, and only serious... Vacation NationJul 1, 2004By Matt Oechsli Psychologists the world over say vacation is important because, The brain needs a break, but it's surprising how few advisors give their minds a true... Five Steps to RebrandingJun 1, 2004By Matt Oechsli Branding is not easy just ask Ford Motor Company, the American automaker that famously introduced its Pinto in Brazil, oblivious to the fact that the... |
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In This Issue: February 2012
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Got the Social Media Spins? Help Is On The Way
A bunch of social media services have emerged to help financial services firms comply with regulations and make the most of social networks to build business. They've got big plans for 2012.
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